To further capitalise on the SMB market in A/NZ, Symantec has launched an enhanced incentive program for partners.
The program, known as Margin Builder, enables Symantec Partner Program members to earn additional upfront margins on qualifying SMB deals. The new program will replace the vendor's SMB Opportunity Registration Program.
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While Margin Builder is a new initiative for Australia, Symantec channel sales director, Jeff Arndt, said it is not a new program for the vendor, which has already been running it in EMEA and North America for some time.
"We know that the SMB market is not exempt from similar challenges faced by large enterprises," he said.
"The complexity of the threat landscape, exponential data growth, and data privacy and integrity are all trends that are driving IT adoption in this segment."
According to Arndt, it is increasingly important for vendors such as Symantec to be listening to feedback from partners and growing its support to "ensure mutual success" as the SMB market continues to be an opportunity.
"Margin Builder is one such example of where Symantec has listened to what our partners are telling us and provided a solution," Arndt said. As for the timing of the manoeuvre, Arndt noted the SMB market in becoming "increasingly competitive." With this environment in mind, Margin Builder has been designed to provide partners with greater profitability at the time of transaction.
The introduction of Margin Builder means it will be replacing the vendor's SMB Opportunity Registration Program.
"[SMB Opportunity Registration Program] provided partners with attractive rebates, but we needed to update the process for partners accessing that financial benefit in a way that made doing business easier for all parties, including their end customer," Arndt said.
The key improvements over the earlier program include faster online approval of registered opportunities that meet the criteria, products that are better targeted at SMB clients, and better margins with eligibility for SymPlus rewards.
Arndt adds that Margin Builder is both separate and complimentary to the SymPlus incentive promotion, which rewards partners for selling eligible products, registering and closing deals in Margin Builder and The Symantec Opportunity Registration Program, and for participating in eligible promotions.
"It means partners can take advantage of all of these financial benefits," he said. For Arndt, the exciting aspect of Margin Builder is that it provides a glimpse into what he refers to as the "next wave of profitability programs for partners."
"If the program is as successful as we anticipate it will be, partners can expect to see more of these enhancements from us, making it easier to do business, and to enjoy relevant and accessible financial benefits," he said.
Margin Builder now joins Symantec SMB programs such as SMB Specialisation, SymPlus, the Partner Marketing Center, and The Grid that partners can use.